• Welcome to the most extensive FREE digital audio business library available online!

    Here you’ll find personal advice and professional tips from the world’s most successful business experts with subjects ranging from marketing and advertising to negotiations and buying. Tap into the most experienced minds in the industry—and gain that knowledge for yourself.

  •  

  • Watch a special message from Michael

    Get the Flash Player to see this player.
  •  

Know What Your Prospect Is Thinking And Give Yourself An Edge

By admin On November 12, 2007 Under Client Aquisition, Marketing Consulting

Wouldn’t it be nice to get inside your prospect’s head – know his personality type and all the right things to say? Well you can, and this interview is going to tell you how. In it, you’ll meet Dave Mattson, a vice president at the Sandler Sales Institute. Dave is going to talk about a psychology-based model for sales training that can really give your consulting business that key strategic advantage it may need.

According to Dave, there are four basic personality types. And while most people identify with two or three, there’s usually a dominant style. If you find out which one of those styles your prospect strongly resembles, you’ll know how to structure your meetings and sales pitches more effectively. So in this audio, Dave gives descriptions of each personality type along with questions you can ask your prospect that will help you determine where he fits into the model.

You’ll also hear…
√  A no-pressure cold calling script that will land you 7 out of 10 appointments
√  How to befriend gatekeepers so they’ll want to help you get through to the decision makers
√  The importance of fitting into your prospect’s culture and how to “match and mirror” so that you do
√  How understanding the difference between identity and role will help you handle stress, adversity and rejection better
√  What Dave means by a “monkey’s paw” and how to use it to get the reputation for getting results
√  Why if you hear “send me literature” during a cold call, you know you’ve failed – and ways to avoid getting that response
√  Why you should only be lightly qualifying most prospects before a face-to-face appointment and some great ways to do that
√  And much more…

Psychology is a powerful tool. The more you know about a person or situation, the bigger the advantage you’re going to have. And these tried-and-true techniques will help you analyze your prospects, get into their heads and know exactly what’s going to work best for them. Enjoy. Part two is one full our of Dave answering all kinds of questions regarding the sales profession. Enjoy.

For more information, go to http://www.hardtofindseminars.com.

You must be logged in to post a comment.